First things first. The people who do your marketing analytics, painstakingly measure the data, and transform them into solid reports are to be recommended. They are an indispensable part of any marketing effort whether it’s SEO, web advertising, or the stats from your attendance at the last tradeshow.

These are the people who do a fair share of complicated work that leave your generators doing only the most important next step: Following the number trail.

The idea of getting ‘personalized’ leads has been known to excite sales teams. It’s like the idea of getting qualified leads isn’t enough until they’ve been strictly personalized for the salesperson assigned to close them.

But you know, there are other ways you can define ‘personal.’ Some of the things that really personalize your leads are done by your salespeople, not your marketers.